The Prepared Sales Presentation Involves Developing a Good Understanding of the Individual

question 79

True/False

The prepared sales presentation involves developing a good understanding of the individual customer's needs before trying to close the sale.

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Definitions:

Expert Power

The influence and authority one possesses as a result of one's experience, skills, or knowledge in a specific area.

Reward Power

The capacity to influence others' behavior by offering them positive incentives.

Coalition Building

The process of assembling a group of diverse organizations or people to pursue a common goal or address a specific issue through collaboration.

Upward Appeals

A tactic in which an individual attempts to influence a decision or receive support by appealing to higher-level superiors or authorities.